What Is Selling? Selling involves providing customers with the goods and services they wish to buy. Selling is helping customers make satisfying buying decisions by communicating how products and their features match customers’ needs and wants.
The Sales Profession One of the oldest and most valued businesses and must compete for their share of the market to realize a profit.
Why study selling and selling skills ? Selling takes place in many different situations.
Selling All successful business people use selling skill especially when trying to get new ideas accepted and put into effect. Selling skills are useful to you now and will be in the future, regardless of whether you pursue a career in sales
The Purpose of Selling To help people make satisfying buying decisions. Business want repeat business and the best way to do this is by having satisfied customers
Methods of Selling Personal Selling – any form of selling that happens one on one between a sales person and a customer. Personal selling is the method we are most familiar with Business to Business Selling – may take place in a manufacture’s or wholesale showroom ( inside sales) or a customer’s place of business (outside sales) Telemarketing – Selling over the telephone
Cold Calling Trying to see a customer with out making an appointment before showing up.
Feature Benefit Selling Matching the product to the needs and wants of the customer. Features – physical or extended attributes of the product Benefits – the advantages and personal satisfaction a customer gets from a product
Customer Buying Motives Rational Motives – logical, sound reasons for making a purchase. Emotional Motives – a feeling associated with the purchase of the product
Customer Decision Making Extensive Decision Making – used when the buyer has little or no experience with the purchase of the product Limited Decision Making – used when the purchase has been made before but not in the recent past Routine Decision Making – when little or no research or information is needed to make a buying decision